Top SalespersonSHOULD I PROMOTE MY

TO SALES MANAGER

A large percentage of promoted sales stars

fail within six months

Organizations promote reps based on performance…

Instead of attributes and characteristics

needed to perform as a manager

Four Questions to Consider Before Promoting your Top Sales Rep to Manager

Are they a fit for management?1

2 Can you afford to lose them as a sales rep?

Do they have aspirations to move up in the organization?

3

4 Are you able to support them effectively?

Are they a fit for management?1

Many skills and attributes that make a rep a sales star do cross over to management...

However some of them might not be as applicable and might even conflict

Management Characteristics to Consider:

Truly a team player, tends to give credit to others

Competency for performing administrative work

Strong organizational skills to take on more responsibility

Ability to delegate and let others perform the work

Support organization’s vision even if they might not agree with it

Can you afford to lose them as a sales rep?2

Review their performance as a sales professional vstheir potential as a sales

manager

If they are producing significantly more than your average sales rep…

How long will it take to ramp up a new rep(s) to produce the same amount of revenue?

Can a good manager get significantly more sales out of the sales team?

Factor in some loss in sales revenue for

several quarters following promotion

Does the rise in team performance offset the loss in revenue from promoting the star rep?

Do they have aspirations to move up in the organization?

3

Discuss your sales rep's

career aspirations

and long term goals

Where they want to be and how motivated they are

to move into a management position

If they are inspired to move up in the organization and take on more responsibility…

…keeping them in a sales

position for too long

may become demotivating

…or result in them

seeking opportunities

outside the organization

Are you able to support them effectively?

4

Do you have appropriate

Sales Management and

Coaching programs

in place to develop the

new manager?

Ensure the new manager has the safety net

to be able to make some mistakes, recover and learn

Learn how to transition star sales reps into high performing sales managers!

COMPLIMENTARY OFFER

Download White Paper

By Ray Makela

@RayAMakela